Account Executive, Membership and General Nonprofit Organizations, AWS Global Nonprofit Business
About the role
Help mission-driven organizations accelerate their impact by connecting innovative cloud and AI solutions with the unique challenges nonprofits face. As a Named Account Manager on the Membership and General Nonprofit team, you'll be a strategic partner who goes beyond traditional sales — helping associations, foundations, and nonprofit organizations unlock their potential through generative AI, data and analytics, application modernization, and cloud-first strategies. We are looking for self-motivated sales professionals who possess a dynamic blend of strategic relationship building and solution crafting: diving deep into member-based and mission-driven organizations, understanding customer operational constraints and growth ambitions, and mapping transformative solutions that stretch limited budgets while driving outsized community impact. You bring a sales, business, and technical background that enables you to drive cloud adoption and AI/ML outcomes with Executive Directors, CTOs, and board-level stakeholders, as well as engage with IT leaders, development teams, and program executives who are reimagining how technology serves their mission. As an Account Executive, you will own and grow AWS revenue across a named portfolio of nonprofit and membership organizations.
Key job responsibilities
- Create and articulate compelling value propositions around AWS services — including AI (Amazon Bedrock, Amazon Quick, AgentCore), data and analytics, and cloud infrastructure — aligned to the customer's business objectives
- Drive adoption and consumption growth in a defined set of nonprofit accounts to meet or exceed revenue targets, developing and executing a strategic plan that maintains a robust sales pipeline across existing customers
- Analyze sales and usage data from your accounts to identify modernization, migration, and AI workload opportunities, evolving your strategy based on insights
- Leverage the AWS Partner ecosystem and AWS Marketplace to drive co-sell motions and joint value delivery, while serving as a trusted advisor on digital transformation and innovation
- Develop long-term strategic relationships with key accounts, accelerating customer adoption through education, engagement, and executive alignment on cloud-first and AI-first strategies
A day in the life
Your morning begins by reviewing pipeline, checking for customer replies, and prepping for the day's meetings. Mid-morning is customer-facing — discovery calls, QBRs, or executive check-ins with nonprofit executives and support personnell. Between meetings, you will spend time updating Salesforce, coordinating with SAs and partners on proposals, and navigating pricing approvals. Afternoons often involve internal syncs (deal strategy sessions, forecast calls, or pipeline reviews), drafting follow-ups, and unblocking stalled deals. The day wraps with pipeline hygiene — advancing opportunities, logging activities, and planning tomorrow's priorities. Every day is a mix of selling, strategizing, and shepherding deals forward.
Basic Qualifications
- 5+ years of full sales cycle, technology sales or equivalent business development experience
- 5+ years of direct field experience selling software or cloud solutions experience
- Experience in large complex deal negotiations with a successful track record
- Bachelor's degree or equivalent
- Experience working with transformative technologies including cloud, IoT, business intelligence, and analytics
- Ability to travel to meet with customers and support internal meetings
Preferred Qualifications
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- Experience delivering business outcomes at the CXO and lines of business levels, ideally within nonprofit membership, healthcare and education, verticals
- A technical background or familiarity with AI/ML, generative AI, or data analytics technologies
- Effective verbal and written communication skills; ability to articulate complex cloud and AI concepts to both technical and non-technical audiences
About the team
We're a team of sales professionals and solution architects passionate about helping nonprofit customers innovate and reach their mission goals through cloud and AI adoption. Our mission is to be the most customer-obsessed technology partner in the nonprofit industry — meeting customers where they are and helping them get to where they want to be. We thrive on curiosity, move fast, and celebrate wins together. You'll have autonomy to own your territory strategy while being supported by extended team members and partners. If you love solving complex problems and building lasting customer relationships, you'll fit right in.
Pay
- USA, NY, New York: $101,600.00 - $177,800.00 USD annually
- USA, PA, Pittsburgh: $92,400.00 - $160,000.00 USD annually
- USA, VA, Arlington: $92,400.00 - $160,000.00 USD annually
Benefits
- Health insurance (medical, dental, vision, prescription)
- Basic Life & AD&D insurance and option for Supplemental life plans
- Employee Assistance Program (EAP)
- Mental Health Support
- Medical Advice Line
- Flexible Spending Accounts
- Adoption and Surrogacy Reimbursement coverage
- 401(k) matching
- Paid time off
- Parental leave
- Sign-on payments
- Restricted stock units (RSUs)
- Sales incentives